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THE KEY TO PROFITABILITY by Mary Beth Bolen To be successful in business, carrier marketing managers must thoroughly understand what business they are in, why they are in it, and ho...
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WHAT BRANDING IS NOT by Patricia Berry Developing a consistent message is difficult when consumers can share their exp...
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BUSINESS COMBINATIONS: SURVIVING/THRIVING WITH A MERGER by Carol Hammes These guidelines will help you meet the challenges of merging your agency. Most industr...
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CONSULTANTS: A USER'S GUIDE by Jack Nordhaus, Ph.D. Everything you always wanted to know about working with a consultant. 'All is flux, nothing stays still' Heraclitus...
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AGENCY FINANCIAL PLANNING: TODAY AND TOMORROW by Carol Hammes There can be little doubt that changes are in the wind in the Commercial Property/Casualty marketplace. Some industry observers have...
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COMPENSATION: MODULE III-B INTRODUCTION Producers and CSRs must be compensated for Life production, but how? It seems there are as many ways to structure a compen...
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AGREEMENT FOR PURCHASE AND SALE by Gary Jacobson All Assets (Includes Trade Name Transfer) Comments This form involves a straightforward sale of all assets of a smaller incorporated agenc...
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WHAT GETS MEASURED GETS DONE: ENHANCE INTERNAL SERVICE by Troy Campbell A common complaint from customer service representatives is: 'We are ordered to provide excellent service, but when ther...
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It's difficult for agency owners to succeed at management. When the same person is responsible for insurance issues and management, the latter will almost always suffer. In this document, Jack Fries reviews the essential requirements of a competent manager.
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WHAT MAKES A GREAT OWNER? by Catherine Oak If the role of an owner was treated like any other position in an agency, what would the job description look like and what are the key characteri...